Fundamentals of Negotiation
Course Overview
What is Negotiation? : Misunderstanings and Misconceptions, Difference Between True Negotiation and Options, Alternatives, Discussions and Explanations, Beware of the Seller's Tricks!
Key Phases of Negotiation : Preparation, Opening, Debating, Moving, Agreeing and Reviewing Phases.
Preparing For a Negotiation : Strengths, Weaknesses, Objectives, Concessions, Strategy.
Negotiating Process : Tactics and Techniques, Conventional/Unorthodox Openings, Lateral/Vertical Negotiations, Linking Concessions, Applying Pressure, Closing the Deal.
Body Language : Eye Contact, Gestures, Posture and Tone of Voice.
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A one day course
Intended for purchasing personnel who are new to the function or those with limited experience of negotiation. It is also suitable for other company personnel who have responsibility for buying and negotiation but are not part of the purchasing function.
Outcomes
The course clearly defines negotiation and how better deals can be obtained when purchasing materials, equipment and services. Attendees are taught in detail how to prepare for a negotiation and are provided with basic techniques to achieve their objectives and targets. Attendees will gain the confidence to conduct negotiations by telephone , virtually or on a face to face basis.
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